Start screening the countries in ore\der to arrive at a short list of four to five. Do research, such as periodicals, studies, market reports and surveys, can be found through government websites, international organisations, and commercial market intelligence firms. As shown below there are some factors that one should must know...

1. Geographical Factors :

   • Country, state, region,
   • Time zones,
   • Urban/rural location logistical considerations e.g. freight and distribution channels.

2. Economic, Political, and Legal Environmental Factors :

   • Regulations including quarantine,
   • Labelling standards,
   • Standards and consumer protection rules,
   • Duties and taxes.

3. Demographic Factors :

   • Age and gender,
   • Income and family structure,
   • Occupation,
   • Cultural beliefs,
   • Major competitors,
   • Similar products,
   • Key brands.

4. Market Characteristics

   • Market size,
   • Availability of domestic manufacturers,
   • distributors and suppliers.

What to Reaserch for Foreign Market

1. What similar products are in the marketplace
2. What is your point of difference? What makes your product unique? What are the key selling points for your product?
3. How do people obtain/use these products?
4. Who provides them?
5. Are they imported? If so from which countries?
6. Is there a local manufacturer or provider?
7. Who would your major competitors be? What are the key brands or trade names?
8. What is the market’s structure and shape?
9. What is the market’s size?
10. Are there any niche markets, and if so how big are they?
11. Who are the major importers/ stockists / distributors / agencies or suppliers?
12. What are the other ways to obtain sales/representation?
13. What are the prices or fees in different parts of the market?
14. What are the mark-ups at different distribution levels?
15. What are the import regulations, duties or taxes, including compliance and professional registrations if these apply?
16. How will you promote your product or service if there is a lot of competition?
17. Are there any significant trade fairs, professional gathers or other events where you can promote your product or service?
18. Packaging – do you need to change metric measures to imperial, do you need to list ingredients?
19. Will you need to translate promotional material and packaging?
20. Is your branding – colours, imagery etc., culturally acceptable?

After screening all these, the next step will be planning of entry strategy. Most exporters initially choose to work through agents or distributors. In the longer term, however, you may consider other options, such as taking more direct control of your market, more direct selling or promotion, or seeking alliances or agreements.